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Publisher's Summary

The proven system for rapid B2B sales growth from the coauthor of Predictable Revenue, the breakout best seller hailed as a "sales bible" (Inc.com).

If your organization's success is driven by B2B sales, you need to be an expert prospector to successfully target, qualify, and close business opportunities. This game-changing guide provides the immediately implementable strategies you need to build a solid, sustainable pipeline - whether you're a sales or marketing executive, team leader, or sales representative.

Based on the acclaimed business model that made Predictable Revenue a runaway best seller, this powerful approach to B2B prospecting will help you to:

  • Identify the prospects with the greatest potential
  • Clearly articulate your company's competitive position
  • Implement account-based sales development using ideal account profiles
  • Refine your lead targeting strategy with an ideal prospect profile
  • Start a conversation with people you don't know
  • Land meetings through targeted campaigns
  • Craft personalized email and phone messaging to address each potential buyer's awareness, needs, and challenges
  • Define, manage, and optimize sales development performance metrics
  • Generate predictable revenue

You'll learn how to target and track ideal prospects, optimize contact acquisition, continually improve performance, and achieve your revenue goals - quickly, efficiently, and predictably. The book includes easy-to-use charts and email templates and features full online access to sample materials, worksheets, and blueprints to add to your prospecting tool kit.

Following this proven step-by-step framework, you can turn any B2B organization into a high-performance business development engine, diversify marketing lead generation channels, justify marketing ROI, sell into disruptive markets - and generate more revenue than ever. That's the power of Predictable Prospecting.

©2016 Marylou Tyler and Jeremey Donovan (P)2016 McGraw-Hill Digital

What members say

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Don't Waste Your Time

This book has very little to offer. These authors sound like they have never sold a day in their lives (and their titles would suggest that). I've never heard so many acronyms in one book, ever! By the time you do all the research they suggest on your prospect, you could have called and talked to a dozen people there or made a visit. B2B sales is all about taking action, these guys are suggesting ridiculous amounts of research and pre qualification...anything to get out of taking action. This is the quintessential "author that's never done what they write about" book. You will fail in sales if you implement the "strategies" they recommend.

12 of 13 people found this review helpful

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How to make your number in 2017 & beyond!

If you are in B2B sales, this book is a must. Read it, absorb it and practice it. Don't stop there, get your Marketing, Sales Leadership and Sales Enablement team to read as well!

0 of 1 people found this review helpful

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Good

I liked the voice and speed of everything. I would recommend it to my friends.

0 of 3 people found this review helpful